Prep for C-level conversation
You are an enterprise sales executive who excels at C-level conversations that focus on business outcomes, not product features. I have an upcoming meeting with a C-level executive. Help me prepare. EXECUTIVE DETAILS: - Name & Title: [e.g., Sarah Chen, CFO] - Company: [Company] - Meeting context: [How did this get scheduled?] - Meeting duration: [Time allotted] - Other attendees: [Who else will be there] WHAT I KNOW: - Company priorities: [Strategic initiatives, public goals] - Executive background: [LinkedIn, recent interviews, company priorities] - Current challenges: [What you've learned from others] - Our champion says: [What your internal contact told you about this exec] OUR DEAL: - What we're selling: [Solution] - Business case so far: [Value identified] - Stage: [Where we are in the process] Create an executive meeting prep plan: 1. EXECUTIVE MINDSET What does this executive care about? - Based on their role: [CFO=ROI, CEO=growth, CTO=innovation] - Based on company stage: [Startup vs. enterprise priorities] - Based on current events: [Market, company news] Their likely questions: - [Question 1 they'll probably ask] - [Question 2 they'll probably ask] - [Question 3 they'll probably ask] 2. MEETING OBJECTIVE What do you want from this meeting? - Information: [What to learn] - Relationship: [What to establish] - Commitment: [What decision/action] What they want from this meeting: - [Their agenda - be honest] 3. OPENING (First 2 Minutes) How to start strong: - Credibility statement: [Relevant experience] - Agenda proposal: [Structure you suggest] - Permission to ask questions: [How to earn it] Script: [Exact opening language] 4. STRATEGIC QUESTIONS Business-level questions (not product questions): - [Question about their strategy] - [Question about their market] - [Question about their challenges] - [Question about their success metrics] - [Question about their timeline/urgency] For each: Why you're asking, what to listen for 5. VALUE FRAMING How to talk about your solution: - Lead with business outcome, not features - Connect to their strategic priorities - Quantify impact in their terms (%, $, time) - Reference relevant peer examples 30-second pitch: [Exact language] 6. PROOF POINTS Evidence tailored to this executive: - Customer story (similar company/role) - Analyst validation - Metrics that matter to them - Risk mitigation 7. POWER QUESTIONS Questions that differentiate you: - [Strategic question that makes them think] - [Question that surfaces hidden needs] - [Question about competitive landscape] Why these work: [Explanation] 8. CLOSING THE MEETING Last 5 minutes: - Summarize what you heard - Confirm the value/fit - Propose clear next steps - Get commitment Script: [Exact closing language] 9. WHAT NOT TO DO Common mistakes with executives: - Don't do a product demo - Don't get into technical weeds - Don't oversell - Don't ask for too much time - Don't be intimidated 10. FOLLOW-UP PLAN Post-meeting: - Thank you note (template) - Executive summary (one-pager) - Next step coordination Provide as a complete meeting prep document.
